Client Goal
JDE Peet's, USA
Create a Lead-to-Cash process template for global sales.
Use automation to maintain consistent sales processes across countries.
Package products and associated services with easily applicable discounts.
Support contracted product purchases and bucketed discounts.
Support contracted product purchases and bucketed discounts.
THE PROBLEM
Have you ever had a group project where one area just refused to come together? Well, that’s what JDE Peet’s encountered trying to overhaul their Lead-to-Cash process. JDE had embarked on a massive project: to completely transition their business processes from Excel and SAP CRM to a new cloud-based solution based on Salesforce and Conga. The Salesforce implementation went without a hitch, but Conga CPQ and CLM just wouldn’t come together. The functionality JDE needed didn’t exist in Conga yet and was twelve months away in Conga’s roadmap. JDE couldn’t wait a year to just get started—the initial timeline for this project was 6 – 8 months.
Everyone in the group did their part: JDE hired systems integrator Accenture for their Salesforce implementation with great results. But the Conga implementation stumped Accenture too. JDE Peet’s is the world’s largest pure-play coffee and tea company and that encompasses hundreds of different ways of selling, through multiple sales channels. Whether it was selling boxes of tea to Costco, servicing a café’s espresso machine, or supplying coffee beans to a multinational conglomerate, JDE’s system needed to account for everything. Their Quote-to-Cash process needed to incorporate elements of Conga CPQ, CLM, and Billing into a cohesive system that could accommodate the complexity of JDE’s pricing conditions.
THE SOLUTION
Accenture worked previously with CommerceCX and knew we were the people to help JDE repair their implementation and integrate it with their existing Salesforce infrastructure. Not only did CommerceCX deliver a working implementation, we expanded the solution's impact with a bang: after 14 months of working with JDE, our complete solution launched in eight countries simultaneously.
